Cyber Security Channel Manager (ECOSYSTEM)

SEN SPIRIT TECHNOLOGY Limited

 As the authorized distributor of Alauda, Alibaba Cloud, Arista, Avaya, F5, JiHu GitLab, KingBase, KylinSoft, Lenovo, NeuVector, NGINX, Oracle, Openhive, QiAnXin, Rancher, SUSE, TongTech and ZStack in Hong Kong. With a team of professional certified system engineers, SST provides consultancy service and technical assistance supporting our channel partners to help end users working at the government, telecommunications, banking and financial industries.

Cyber Security Channel Manager (ECOSYSTEM)

ROLE SUMMARY

The Cybersecurity Channel Sales Manager owns and drives engagement with ecosystem partners—including SI (System Integrators), ISV (Independent Software Vendors), solution partners, and service partners—to sell and grow assigned cybersecurity solutions/products.

This role is responsible for defining and executing the ecosystem strategy, driving partner-focused go-to-market and lead generation initiatives, and ensuring partners are equipped with the sales and technical enablement needed to win and deliver successful cybersecurity deals. The channel sales manager will collaborate closely with cybersecurity vendor sales and technical teams to develop the business together and to expand our cybersecurity portfolio, with particular emphasis on AI Security.

KEY RESPONSIBILITIES

1) Ecosystem Strategy & Partner Focus

• Define and execute an ecosystem/partner strategy aligned to business growth goals and cybersecurity priorities.
• Identify, prioritize and engage target partners by capability, coverage, pipeline potential, and strategic fit.
• Establish clear partner segmentation and associated engagement plans.
• Create and manage an annual partner plan covering business development, deal targets, and enablement objectives.

2) AI Security Growth (Strategic Priority)

• Drive growth initiatives for AI security offerings, including positioning, use cases, and partner coverage.
• Translate AI security market needs into partner-facing solutions:
• Build partner confidence and capability specifically around AI security scoping and delivery.

3) Go-to-Market & Lead Generation (Partner-Led)

• Plan and execute partner-led go-to-market initiatives to drive demand generation and qualified leads.
• Coordinate co-marketing motions such as:
• joint solution campaigns
• webinars / events
• account-based marketing (ABM)
• lead-sharing programs and registrations
• Develop and maintain a consistent partner pipeline with visibility into stage, likelihood, and expected revenue.

4) Deal Support & Technical Resource Engagement

• Engage internal/external technical resources to support partner pipeline conversion and deal success.
• Support partners in identifying opportunities where cybersecurity solutions can be embedded or sold alongside their offerings.
• Coordinate technical discovery activities, proof-of-concept support (as applicable), and solution planning.
• Ensure deal registration (where required), and manage collaborative execution with vendor technical stakeholders.

5) Sales & Technical Enablement

• Build and maintain partner enablement programs to drive repeatable solution adoption, including:
• sales training and messaging
• technical workshops and solution briefs
• reference architectures and deployment guidance
• competitive positioning and objection handling
• Ensure partners understand:
• product differentiation
• value proposition and use cases
• implementation pathways and success criteria
• Measure and continuously improve training effectiveness.

6) Vendor Collaboration & Business Development

• Partner closely with cybersecurity vendors’ sales and technical teams to co-develop:
• joint business plans
• account strategies
• co-selling motions
• escalation paths for complex deals
• Participate in joint planning, forecasting, and performance reviews.
• Maintain strong vendor alignment to ensure partner offers are supported with the right technical and commercial resources.

7) Forecasting, Reporting & Governance

• Own pipeline creation and progression metrics (partner pipeline and co-sell pipeline as applicable).
• Maintain accurate forecasting, weekly pipeline reviews, and deal tracking.
• Report on KPIs including:
• partner engagement activity
• qualified pipeline created
• co-sell revenue contribution
• enablement completion and adoption
• AI security-related pipeline/revenue
• Ensure compliance with internal policies and partner program requirements.

REQUIRED QUALIFICATIONS

Experience

• 5+ years experience in cybersecurity channel sales, partner management, ecosystem selling, systems integration selling, or related B2B technology sales roles.
• Experience selling or enabling solutions related to AI security.
• Demonstrated success building pipeline and revenue through SI/ISV/solution/service partners.
• Strong relationship network with cybersecurity partners and ecosystem.
• Strong understanding of cybersecurity solution selling motions, including cybersecurity attacks and threats landscape, reference architecture, available solutions and deal cycles.
• Experience supporting or co-selling cybersecurity deals with vendor technical teams.
• Proven ability to run partner-led go-to-market programs (co-marketing, ABM, lead generation).

Competencies & Success Profile

• Strategic partner management and ecosystem thinking, partner co-selling and enablement, as well as partner incentive design and motivation.
• Strong partner and ecosystem relationship.
• Strong planning and co-selling execution; ability to run structured GTM and pipeline programs, as well as partner programs.
• Excellent stakeholder management across sales, marketing, product, technical teams across vendors and partners.
• Business growth mindset: pipeline analytics, conversion management, and performance reporting.
• Strong business sense, negotiation and influence skills with partner leadership and internal teams.

Benefits:

We are offering competitive remuneration package and attractive employee benefits including 5-day work, various leaves, incentive and bonus, tax saving benefits and self-development opportunities.

Interested parties please send your full resume with present and expected salary by clicking 'Quickapply' or send us by email [email protected]

Website: https://karingroup.com/sen-spirit-technology-limited/

(We are an Equal Opportunity Employer and personal data collected would be used for recruitment purpose only.)